by Keith | Mar 18, 2024 | Communication, Objection Handling, Sales Engineering, Sales Process
Handling objections is a critical skill in the sales process. It’s not just about addressing concerns but understanding the underlying reasons behind them. When a customer raises an objection, it’s an opportunity to delve deeper and uncover the root cause....
by Keith | Mar 13, 2024 | Communication, Discovery, Sales Engineering, Technical Sales
Qualifying and understanding customer pain is essential in the sales process for sales engineers. It involves actively listening to the customer, asking relevant questions, and empathizing with their needs and challenges. Here are some insights into how sales...
by Keith | Mar 12, 2024 | Communication, Discovery, Sales Engineering, Technical Sales
Use case discovery is a critical step for sales engineers to grasp and cater to their customers’ needs effectively. It’s about pinpointing the problems customers aim to solve and tailoring your product or service to be the optimal solution. Engaging in...
by Keith | Mar 11, 2024 | Communication, Discovery, Sales Engineering, Sales Process, Technical Sales
For sales engineers, delving into customer use cases is paramount. These narratives shed light on the challenges customers encounter and how your product or service can emerge as the solution. Engaging in discovery conversations with customers is essential to unearth...
by Keith | Mar 4, 2024 | Communication, Sales Engineering, Technical Sales
Storytelling is a powerful tool in the world of sales, particularly in technical sales and sales engineering. It’s not just about presenting facts and figures; it’s about creating a narrative that resonates with your audience. In technical sales, where...
by Keith | Feb 26, 2024 | Communication, Sales Engineering, Technical Sales
In episode 11 “The Power of Storytelling: Engaging Your Audience,” the hosts Keith Wilson and John Morton discuss the importance of preparation in delivering effective presentations. They emphasize that being prepared is crucial for sales engineers and...
